文章基本信息

标题：Marketing Intelligence of Sales Force and Intermediate Role of Organizational Commitment
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作者：Gholamreza Jandaghi ; Alireza Amini ; Hesam Tavakoli 等
期刊名称：Research Journal of Business Management
印刷版ISSN：1819-1932
电子版ISSN：2152-0437
出版年度：2011
卷号：5
期号：4
页码：146-158
DOI：10.3923/rjbm.2011.146.158
出版社：Academic Journals Inc., USA
摘要：Marketing intelligence is amongst marketing and behavioral concepts that have received inconsiderable attention. Although, marketing intelligence may be regarded as peripheral duty of sales force, because of their boundary position, they can offer their company direct access to important information about competitors and customers. In this research, it has been paid to managerial (communication, participation in decision-making, feedback, recognition) factors that were influenced by individual factor such as organizational commitment. The revised proposed model shows that organizational commitment is the most important factors that motivating behavioral effort of sales force toward marketing intelligence activities and managerial communication and motivation toward marketing intelligence has more effectiveness to organizational commitment.